|Philip Stanley - TACK International|
Most of the delegates are a little nervous about introductions and standing up and introducing themselves so Phillip and I get them to interview each other and let the interviewer describe the colleague they interviewed.
Stand Up and be counted:
As they their career as salespeople progresses they know that they will often be expected to introduce ourselves to prospects, at networking events, at presentations, pitches and even further training courses.
Because we reckon we know how to speak and have had an education we often think we are ' bright ' enough and the words will come to mind. to blag an introduction.
Well for many of us the right words don't come that easily
If you have a shy personality this initial introduction can feel like a torture. Indeed the expression ' has the cat got your tongue?' derives from the cat o nine tails flog that the Royal Navy used to discipline sailors. Apparently the sailors had to to even make his own cat o nine tails from rope. It was thrown away after punishment.)
|Hugh Alford - TACK International|
Well we can avoid the cat getting our tongue by PREPARING.
There is a phrase in English often used to by clients to communicate to us a plea for brevity it goes
" In a nutshell....."
Enclosing key communication in a nutshell has a long history.
(The Dalriadic King of Scots used to issue new laws in a Nutshell from Kilmartin Priory, Argyll in 465 BC. The shell protected the delicate parchment inside.)
The client wants to crack our shell to obtain the nut. Our shell case must be sufficiently attractive and inviting. Maybe we have a wonderful selection of Bowl overflowing with Solution Nuts to offer our client with easy to open pistachios through easy crackable walnuts , almonds and hazelnuts through to the more challenging Brazil nuts ( OK Pistachios and Brazil are not strictly nuts in the biological sense but you get the point) .
Our nutshell sell has a lot to do with an inviting shell case.
1. Ensure you nut casing is not made of unnecessary negatives
e.g. "I'm not really in Sales ....
" I don't really sell......
" I am not really trying to sell you anything....
so often means of course the above mean the opposite - They mean actually I AM IN SELLING"
2. Don't over hype your nutshell casing
If we are not in denial the case of our nut shell can be overhyped.
The new series of the Apprentice clocked in 6 million viewers last Wednesday night to see some their hyped introductions . Of course this showed is contrived TV entertainment but the sixteen candidates reveal their business philosophies and personal shell cases to be captured on the trailers to the programme.
"I am a master puppeteer - I pull all the strings"
"I am the blonde Assasin..".
"I am like a shark right at the top of the food chain."
Are such statements indicators of who might win the £250,000 Lord sugar wants to invest watch this space? They sound more like old school elevator pitches.
Notice how many of the participants in the new series of the Apprentice feel are asked to introduce themselves to Lord Sugar.
First impressions do count. You also that you will be expected to do these short introduction prospects, at networking events, at presentations, pitches and even training courses so why not prepare your your nutshell sell.
Here is a process guide that you will find helpful:-
For example when prospecting Prepare your thought around these 8 points to give your nutshell focus.
A template to crack your nutshell sell ( using the 8 points about insert the appropriate words)
Drop the pink elephant by Bil McCalren ISBN 1-84112-479-6 PUBLISHERS A CAPSTONE